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The
first step in this process is to acknowledge the fact Uncertainty freezes people into inaction, and we still have massive uncertainty about jobs, real estate, the stock market and other things that people care about deeply. As you've no doubt seen, you have to work extra hard in this environment to thaw people out and warm them up, even when you have a proven system (and you better have a rock-solid system). You Do Don’t You? Assuming that every franchise you award is indeed a well-oiled money-making machine (worthy of changing one's career path for), it's imperative that you communicate this convincingly in everything you do, from the first contact and all through your qualification and awarding process. In other words, your sales process must mirror the sleek and attractive beauty of your franchise offering itself. For instance, what happens when you drop a 10-pound FDD on a prospect? Or when you indiscriminately spam your list, whom you may or may not have ever met, with outdated boilerplate messages? Here's a hint: No one has the time. Random, unfocused communications are counter-productive. You look sloppy when you waste resources and people's time, and you can't afford that.
An awarding Process That Reflects The Excellence of Your Franchise
Offering The answer is to more effectively qualify and engage franchisee prospects, using methods that reflect the technological advances we've made in the last 20 years. To employ a sporting metaphor, you want to go fishing where the particular fish you want are hanging out; you must properly present an irresistibly baited hook; and carefully reel in the line when the time is right. Today's dynamic multimedia content, when persuasively staged and deployed, can be used to create a step-by-step, blueprinted process that enables you to control the presentation of the message and ultimately award more franchises, even when you have fewer leads. It begins with collecting and analyzing the right data in a collaborative effort, so you can confidently:
How do you do all this? By uncovering your ideal awarding processes. To do that you must collect input from across the organization and your franchisees. Then you're ready to publish it and replicate it across your development team to better qualify the leads you have, and optimize every interaction with every candidate. Now you have documented best practices baked into an exemplary sales process, and you are empowered to achieve:
Tim Johnson, President for Process Peak has 20 years of high-level experience in developing and implementing persuasive sales tools for several successful solution-driven technology providers. For more information please visit ProcessPeak.com
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BrandOne Ben & Jerry's BrightStar HealthCare |
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